623: Reimagining the Art of RFP-Possible with Chris Mele

Art of Procurement

“If you were to step back and look at the output of all these companies’ RFPs, I think what you are trying to get as procurement is not these wonky proposals. You're trying to engage in a very dynamic conversation, because even in software, the way in which we configure and support and train are all really better had as a live dialogue.” - Chris Mele, Managing Partner at Software Pricing Partners

Most procurement practitioners would probably acknowledge that there is plenty of room for improvement when it comes to the structure and process associated with RFPs, especially for SaaS spend. Creating a fair, level playing field in the RFP process is a common challenge, and there’s often a lack of agility or customization: too much reliance on a one-size-fits-all sourcing approach.

To better understand the supplier’s perspective and what pain points affect overall business outcomes, Philip Ideson spoke with Chris Mele, Managing Partner at Software Pricing Partners. Chris first appeared on the podcast two years ago to represent a sales perspective on the RFP process. In this follow-up episode, he returns to talk about improvements he has seen and to break down what is still not working.

In this episode, Chris and Phil discuss:

• The most dysfunctional aspects of the traditional RFP process for SaaS procurement
• Practical ways procurement can optimize the RFP process
• Whether standard RFPs are obsolete, and if so, what is might be a replacement

Why procurement should opt for a two-way dialogue instead of a one-sided RFP Links:Chris Mele on LinkedIn“A Sales Perspective on Software Pricing and the RFP Process” with Chris Mele